Reorganisation at Siemens Has Winners & Losers

Published on 12/10/2005

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Amid speculation that the channel marketing team at Siemens Communications is being dismantled Comms Business Magazine has sought to clarify the situation for resellers concerned at their future relationship with the vendor.

Siemens Channel Marketing Manager David Dyer told us that “In a dynamic market, rarely does a company stand still – rather they have to position themselves to take advantage of developing opportunities.”

Dyer continued, “We have a new Channel Sales Director, Paul Morgan, and see such opportunities in, for example, managed services, SIP based applications, security applications etc, and this is all under review at the moment.”

I see all this as a positive move by Siemens but unfortunately, when the dust settles on the plans for reorganisation, some people may find that there is no role for them in the new model. The good news for the channel however will be that resellers will see an increased focus from Siemens on the channel and an increase in the number of products available for them.”

Dyer concluded, “This will be fantastic for our channel partners as much more resources will be available to them. Added to this Siemens will be retracting a large part of our direct sales force thus making the way clearer for resellers by offering them more space in which to work. Channels have always been the main route to market for Siemens for SMEs but now we are looking to the channel for the medium market as well and providing them with products that are only available to the channel.”